Achieve Trade Show Success in 2013

Another important step that many sales professionals follow is to have a separate sheet in a small binder for each supplier you are visiting with key questions you want to cover to jump-start your sales year. For small distributor owners, it could be 2013 pricing strategy, terms or perhaps sample policies. For other sales professionals, you might ask about spec sample policies, new marketing tools or which items in their line sold to what market in 2012. Having planned questions is professional and efficient!

An alternative tip is to use a digital voice recorder to record notes as you walk the show. Say the vendor name, ASI number, item number or description and move on. Even better, use the camera in your cell phone to visually document your most important "finds" or to immediately email the image to important clients.

One of your most important questions to answer is: Do I pick up samples and catalogs? Many sales people do not pick up anything at the show but they do order what they need and have it shipped back to their office.

Here is our question ... There are several large shows coming up including the industry's largest, PPAI Expo Las Vegas. Will it be a productive show that will help you earn more money or will you be a Trick-or-Treater and come home with bag after bag of samples that will never get used and probably be sitting in your office in July?

We hope you follow our previous recommendations and get more out of the show than sore feet.

Best of success!

Dale Limes, MAS, is Senior Vice President of Sales for HALO Branded Solutions. He is an industry veteran of 27 years, a frequent trainer at industry events, and consults with distributors at every level to help increase sales and efficiency.